The 5% Institute

AUGUST 7, 2023

In today’s dynamic business landscape, possessing a comprehensive set of skills is crucial for any successful account manager. The role of an account manager goes beyond mere customer service – it involves nurturing client relationships, driving revenue growth, and enhancing a company’s reputation.

Account management 52

Account management Negotiate X-functional Cross-sell 52

PandaDoc

MAY 2, 2025

Pricing isnt just a number you stick on a product or service. When buyers see that committing to a larger quantity or a longer-term contract earns them a better price, theyre more likely to scale up their purchase. Instead of selling individual products or services, you package them together to deliver a more comprehensive solution.

Price 52

Price Drivers/motivators Legal Contract 52

PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value.

Account management 52

Account management Objectives and Key Results Strategize Cross-sell 52

SaaStr

OCTOBER 25, 2021

” and “Something we found really effective at CoursKey, and other vSaaS businesses will likely find as well: Instead of running pilots, sign a multi-year contract but give them an opt-out after 3-6 months. Account management it’s same work. “Self-service trials” — Pedro Góes, CEO InEvent.

Price 128

Price Contract Referrals Contact 128

Martech

OCTOBER 11, 2021

“The meeting might be going through to a salesperson, account manager or a CSM. ” Cipirani-Espineira has been in SaaS customer success throughout her career, including in senior account director and VP Customer Success roles at Cision and Medallia respectively. From account management to customer success.

Customers 113

Customers Account management Real Estate Contract 113

Salesforce

OCTOBER 22, 2024

Attracting qualified prospects — companies that are a good fit for your product or services — is more important in B2B (business-to-business) sales than earning a large number of leads. This provides insight into a prospect’s needs so you can zero in on qualified buyers who are a good fit for your product or service.

E-commerce 87

E-commerce Territory Pitch Sales 87

Search Engine Land

JUNE 26, 2024

If you’re ready to realize the full potential of links for your brand or business, this guide will show you the best link building services to watch in 2024. What are reputable link building services? A reputable link-building service also: Conducts competitor research. So let’s get to it! And that’s just the beginning.

Service 73

Service Real Estate Strategic partnership Niche 73

Martech

APRIL 25, 2024

This can change many things, including price, customer service, contract enforcement and more. Your legal team should review existing contracts to see if it has any “in the case of being purchased” clauses. Find out what happens to service-level agreements (SLAs), pricing terms and licensing agreements. Product roadmap.

Contract 111

Contract Legal Price Technology 111

Sales Hacker

FEBRUARY 1, 2021

Why is it that companies have a sales process they follow rigorously to win business, yet avoid the same discipline in managing those customers throughout the lifecycle of their contracts? Too often contract cancellation (or non-renewal) comes as a surprise, but it never should. Today we can start to change that.

Customers 95

Customers Contract Cross-sell Account management 95

SBI

FEBRUARY 20, 2018

For example, our research shows that using Adobe Sign results in contracts being signed 21x faster than using paper-based signatures. Second, once contracts are in play, salespeople can monitor their status and stay on top of every step. Fourth, this digital automation improves account management and customer satisfaction.

Contract 55

Contract Gaming Commission Sales 55

Salesforce

NOVEMBER 15, 2024

Sales Selected 360 Highlights Selected C-Suite Selected IT Selected Commerce Selected Marketing Selected Service Selected Please select at least one newsletter. They identify potential customers, present product or service offerings, negotiate contracts, and ensure customer satisfaction. I can unsubscribe at any time.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Partners in Excellence

MAY 1, 2014

The good news was we were going to get the contract. The bad news was we were going to get the contract. It’s not a problem just for people in the services business, it happens to all of us. ” Walking Away Sales As A Special Case Of Project Management What If You Sold What Customers Wanted To Buy?

Customers 121

Customers Contract Price Account management 121

Martech

FEBRUARY 2, 2023

Will we have a dedicated account manager and technical support, especially with the initial migration? What kind of professional services are available? How responsive is customer service? Questions for vendor about pricing Although not all vendors require an annual contract, many do. And how much do they cost?

Conversion 117

Conversion Contract Follow-up Account management 117

Martech

JUNE 9, 2022

Will we have a dedicated account manager and technical support? What kind of professional services are available? If the email marketing platform vendor answers your questions and the platform seems to meet your needs, it’s time to start checking references, speaking with existing customers, and negotiating the contract.

Negotiate 117

Negotiate Contract Account management Launch 117

Sales Hacker

JULY 25, 2022

Finding ideal prospects means your SDRs must be experts on your products and services, and be able to communicate how they can solve your potential customers’ problems. Insight into daily rep activity allows sales managers to steer their reps in the right direction and stay on track to achieve bigger business goals. Account value.

Engineering 114

Engineering Objectives and Key Results Cross-sell Pipeline 114

PandaDoc

MAY 2, 2025

That can mean anything from misrepresented pricing to contract clauses that Legal never approved. Legal wants visibility into contract terms. Then log in to PandaDoc to start building your strategy, chat with your account manager for expert guidance, or upgrade your plan to unlock even more features. The end result?

Legal 52

Legal Territory Contract Price 52

Search Engine Land

JUNE 26, 2023

Regarding technology, as it pertains to SEO, it’s all about snagging the right services that support your SEO to keep your operations running smoothly. The process evaluates potential SEO service providers based on their expertise, track record, pricing, and contractual terms.

Process 101

Process Negotiate Contract Legal 101

Sales Pop!

APRIL 11, 2024

Without it, of course, the chances of account expansion are highly unlikely. It can be an elusive target, though, given the typical focus in working to insure your products and services delivered to a client are the very best that they can be. The contract is signed. a bad idea with new major accounts.

B2C 130

B2C Clients Contract Account management 130

Sales Hacker

OCTOBER 16, 2019

The secret may surprise you… It’s as simple as a solid sales-to-service handoff. For several years, I ran account management at a marketing agency — a business model infamous for mismatched expectations and subjective quality of delivery. Blueprint for a good sales-to-service handoff process. Internal Handoff.

Service 60

Service Process Contract Sales 60

Martech

JUNE 10, 2024

Thus, they provide a large account team with clearly defined roles, including account executive, customer success manager, technical account manager, solution architect, etc. While it can take some coordination to include everyone in discussions, each account team member can more easily focus on their roles.

Niche 107

Niche Contract Clients Sports 107

Martech

OCTOBER 12, 2021

We’ve already written about community in B2B and in the story below we hear about the evolution from account management, via customer success, to customer love, from someone who has worked through it in practice. She had previously spent time as an account manager at businesses like Cision and Medallia.

B2B 111

B2B Account management Contract Technology 111

SaaStr

NOVEMBER 8, 2022

Well let me just step back with my learnings as you do your own planning: First, assuming you are growing > 80% YoY or so, have a lot of pre-paid annual contracts, … you should be able to be cash-flow positive almost no matter what somewhere around $5-$8m in ARR. Don’t wait to invest in customer success and account management.

Quota 117

Quota Contract Price Growth 117

SaaStr

SEPTEMBER 8, 2024

As they have scaled and gone up market, they are finding some large companies just want to use the software but move so much volume they can contract directly with the ocean carriers; so they are starting to charge those companies a pure software fee. Your role as CEO will evolve during each stage of the business, embrace it.

Non-Profits 128

Non-Profits Price Contract Start-ups 128

Hubspot

JUNE 16, 2025

Traditional media companies are slashing sales teams as linear TV declines, while tech platforms and streaming services are hunting for a new breed of seller: digital-first, tech-savvy. Business development managers (BDMs), account executives, and anyone who can self-generate leads and close deals.”

Objectives and Key Results 50

Objectives and Key Results Pitch Sales Follow-up 50

Sales Hacker

APRIL 6, 2022

Sales teams often struggle with configuration of price quotes when dealing with complex products or services or large product catalogs. If you’re selling a limited number of products or services, or have an extremely simple pricing model, a CPQ system may be beyond your needs.

Cross-sell 107

Cross-sell Contract Price Finance 107

Engage Selling

MAY 3, 2013

KPI’s for Account Management and client retention / growth. Depending on your business, you may have additional KPIs to take into account. A company with multi-year contracts and varying usage would measure contract value versus actual contract spend, for example. Average client growth year over year.

Contract 99

Contract Quota Pipeline Sales 99

Hubspot

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape.

Strategize 99

Strategize Objectives and Key Results Strategic partnership Cross-sell 99

Score More Sales

JULY 11, 2013

We both were account managers selling millions of dollars worth of technology to a major aircraft company. Ron and I would meet with various decision makers who were involved in a project that would involve thousands of the items we sold on one contract. Ron would always ask the same questions –. Increase Opportunities.

Sales 123

Sales Inside sales Consult Contract 123

Openview

MAY 29, 2019

Consider who in your organization will be point to collect responses and manage that process. I like to use a contracts and compliance manager for this critical responsibility. A recent study found that over a quarter of IT professionals claimed to meet service availability despite having no data to back up those claims.

Product 97

Product Sell Customers Contract 97

Martech

AUGUST 25, 2023

A new account manager that we haven’t met before, asking for money. It seems that many, many organizations are deeply unhappy that SaaS vendors, including martech vendors, are failing to engage year-round (especially as they’re able to collect data on usage of their services). “No health check. No value add.

Contract 98

Contract Account management Represent Clients 98

SaaStr

MAY 25, 2020

In your service offerings. In your contracts. “Pacakage in extras, all users, projects, features into the price and reduce any hidden costs in contracts. “E contract” — Julie Grieve, CEO CritonHQ. ” — Claire Gunter, Sr Partner Account Manager, Algolia. “Simplicity.

Closing 137

Closing Process Contract Price 137

SalesPop

MARCH 20, 2022

Ultimately the job of the CSM (customer service manager/customer success manager) is to make sure the contract gets renewed and take advantage of any upselling opportunities. This is much more than a simple maintenance role nowadays, so they have to work closely with their sales manager. Redefining the CSM Role.

Customers 98

Customers Contract Sales Account management 98

Partners in Excellence

AUGUST 14, 2014

I called customer service, got a very good agent. Unfortunately, the answers she was giving me weren’t satisfactory so I asked if I could speak to a manager. It’s not limited to customer service, but I see it in sales, marketing, customer service and other parts of the organization.

Customers 109

Customers Territory Inside sales Strategize 109

Sales Hacker

AUGUST 18, 2021

On the other is whitespace or the potential for expansion in an account. If a contract provides for 50 seats but the customer only uses 45, that’s 90% seat saturation. Low churn/High whitespace: These accounts could harness Outreach more widely. Our account management team steps in to see how we can help.

Education 122

Education Contract Pipeline Gaming 122

Openview

JANUARY 14, 2019

Software that’s sold with a traditional license and maintenance contract is rapidly taking on dinosaur status. Clearly, the software as a service (SaaS) model is here to stay; most vendors that sell via the long-established model need to contemplate making the switch. So someone needs to manage the account actively.

Inside sales 97

Inside sales Contract Customer Relationship Management Sales 97

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". How's your experience with our product/service been so far?". Contract questions. Never comment on a contract or proposal over email. Do you have any questions about the contract?”. Things to Say On the Phone. “I I wanted to follow up on the proposal.”. "Do

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

Hubspot

JUNE 6, 2019

It’s a sales operations role that’s less about selling a product or service to customers and more about selling next steps and solutions to your internal sales team. National Account Manager. If you’re ready for a new challenge, you might make the eventual jump to national account manager. Enter, the sales analyst.

Finance 99

Finance SQL Account management Strategize 99